MGMT 380 NEW EXAM QUESTIONS AND CORRECT ANSWERS
100% VERIFIED!!
Agents ask another to do a favor out of friendship. In this scenario, the agents use an
influence tactic called ____. - ANSWER Personal Appeal
An agent influences a target by giving and taking favors. This scenario exemplifies an
influence tactic called ____. - ANSWER Exchange
When an influencer has the upper hand, when the agents anticipate resistance, or when
the other person's behavior violates important norms - ANSWER Hard tactics
When the agents are at a disadvantage, when the agents expect resistance, or when the
agents will personally benefit if the attempt is successful - ANSWER Soft tactics
When parties are relatively equal in power, when resistance is not anticipated, and
when the benefits are organizational as well as personal - ANSWER Rational tactics
Which of the following are nonverbal gestures of power? - ANSWER -Staring
-Pointing
-Interrupting
The potential influence one has due to the strength of the relationship between the
leader and the follower is referred to as ______ power. - ANSWER Referent
Followers can have more expert power than leaders. - ANSWER True
Choosing an influence tactic thinking an act would improve an employee's self-esteem
or morale. - ANSWER Frequently associated with successful influence attempts
,Choosing an influence tactic because it followed company policy and choosing one
because it was a way to put a subordinate in his place. - ANSWER Frequently
mentioned as reasons for unsuccessful influence attempts
In the context of influence tactics, identify a feature of coalition tactics that is different
from that of consultation. - ANSWER They are used when agents seek the aid or
support of others to influence a target
_____ is the actual change in a target person's attitudes, values, beliefs, or behaviors. -
ANSWER Influence
An individual's formal or official authority is called _____ power. - ANSWER Legitimate
Power is a function of the leader, the follower, and the ___________. - ANSWER Situation
An agent asks a target to participate in planning an activity. In this scenario, the agent
uses an influence tactic called __________. - ANSWER Consultation
The potential to influence others due to one's control over desired resources is
__________ power. - ANSWER Reward
Hard tactics= - ANSWER Legitimizing or pressure tactics
Soft tactics= - ANSWER Ingratiation
Rational tactics= - ANSWER Exchange
_______ power is primarily a function of the situation. - ANSWER Legitimate
, An agent uses logical arguments or factual evidence to influence others. This scenario
exemplifies an influence tactic called ______. - ANSWER Rational persuasion
Which types of power are best for a leader to use? - ANSWER It depends on the
situation
An agent makes requests to targets based on his or her position or authority. This
scenario exemplifies an influence tactic called ______. - ANSWER Legitimizing tactic
A policeman giving a ticket is an example of _____ power. - ANSWER Coercive
__________ power is the power of knowledge. - ANSWER Expert
An individual is likely to be perceived as taller when he is introduced as a professor
rather than as a student. - ANSWER True (symbols like diplomas, awards, and titles
can increase an individual's power)
The capacity to produce effects on others or the potential to influence others refers to
__________. - ANSWER Power
Agent uses threats or persistent reminders to influence targets. This scenario
exemplifies an influence tactic called ______. - ANSWER Pressure tactic
An agent makes a request or proposal designed to arouse enthusiasm or emotions in a
target person. In this scenario, the agent uses an influence tactic called _____. -
ANSWER Inspirational appeal
Individuals in a clique who sit next to each other at a circular table... - ANSWER
Increase their power
According to the text, how people vary in their motivation to influence and control others
100% VERIFIED!!
Agents ask another to do a favor out of friendship. In this scenario, the agents use an
influence tactic called ____. - ANSWER Personal Appeal
An agent influences a target by giving and taking favors. This scenario exemplifies an
influence tactic called ____. - ANSWER Exchange
When an influencer has the upper hand, when the agents anticipate resistance, or when
the other person's behavior violates important norms - ANSWER Hard tactics
When the agents are at a disadvantage, when the agents expect resistance, or when the
agents will personally benefit if the attempt is successful - ANSWER Soft tactics
When parties are relatively equal in power, when resistance is not anticipated, and
when the benefits are organizational as well as personal - ANSWER Rational tactics
Which of the following are nonverbal gestures of power? - ANSWER -Staring
-Pointing
-Interrupting
The potential influence one has due to the strength of the relationship between the
leader and the follower is referred to as ______ power. - ANSWER Referent
Followers can have more expert power than leaders. - ANSWER True
Choosing an influence tactic thinking an act would improve an employee's self-esteem
or morale. - ANSWER Frequently associated with successful influence attempts
,Choosing an influence tactic because it followed company policy and choosing one
because it was a way to put a subordinate in his place. - ANSWER Frequently
mentioned as reasons for unsuccessful influence attempts
In the context of influence tactics, identify a feature of coalition tactics that is different
from that of consultation. - ANSWER They are used when agents seek the aid or
support of others to influence a target
_____ is the actual change in a target person's attitudes, values, beliefs, or behaviors. -
ANSWER Influence
An individual's formal or official authority is called _____ power. - ANSWER Legitimate
Power is a function of the leader, the follower, and the ___________. - ANSWER Situation
An agent asks a target to participate in planning an activity. In this scenario, the agent
uses an influence tactic called __________. - ANSWER Consultation
The potential to influence others due to one's control over desired resources is
__________ power. - ANSWER Reward
Hard tactics= - ANSWER Legitimizing or pressure tactics
Soft tactics= - ANSWER Ingratiation
Rational tactics= - ANSWER Exchange
_______ power is primarily a function of the situation. - ANSWER Legitimate
, An agent uses logical arguments or factual evidence to influence others. This scenario
exemplifies an influence tactic called ______. - ANSWER Rational persuasion
Which types of power are best for a leader to use? - ANSWER It depends on the
situation
An agent makes requests to targets based on his or her position or authority. This
scenario exemplifies an influence tactic called ______. - ANSWER Legitimizing tactic
A policeman giving a ticket is an example of _____ power. - ANSWER Coercive
__________ power is the power of knowledge. - ANSWER Expert
An individual is likely to be perceived as taller when he is introduced as a professor
rather than as a student. - ANSWER True (symbols like diplomas, awards, and titles
can increase an individual's power)
The capacity to produce effects on others or the potential to influence others refers to
__________. - ANSWER Power
Agent uses threats or persistent reminders to influence targets. This scenario
exemplifies an influence tactic called ______. - ANSWER Pressure tactic
An agent makes a request or proposal designed to arouse enthusiasm or emotions in a
target person. In this scenario, the agent uses an influence tactic called _____. -
ANSWER Inspirational appeal
Individuals in a clique who sit next to each other at a circular table... - ANSWER
Increase their power
According to the text, how people vary in their motivation to influence and control others
